Nabil Ghobrial

•Overseeing the day to day management of the business development team. •Devising strategies for driving sales growth across the business. •Analyzing existing approaches to the development of business and making changes where appropriate. •Setting targets for new business development for the business development managers and executives. •Implementing new business initiatives across the new business and sales teams. •Working closely with members of the team to generate new business within large accounts. •Identifying sales opportunities as a result of market changes. •Setting up meetings with prospective customers to sell the company’s products and services. •Implementing sales incentives to drive sales performance within the team. •Forming strategic partnerships with other companies to leverage their existing networks. •Working with the marketing team to devise marketing materials and tools to support new business teams. •Monitoring customer satisfaction with existing clients to ensure service delivery. •Responsible for the overall management of all strategic and operational Marketing and Customer Relationship activities. •Provide market feedback to the company leadership regarding competitive offerings, prospect needs and generate product development ideas.

•Developing and implementing the commercial strategy for the business. •Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share. •Developing and maintaining an excellent understanding of the key customers/target audience to ensure that their needs are being met and that their business is retained. •Working closely with the Head of Sales to manage key customers (existing and new), thereby improving turnover and profitability. •Reviewing existing products, services and markets. •Undertaking market research and analysis and producing business plans/recommendations (including all associated costs and forecasted revenue for the business), to ensure that all business development opportunities (new products, services and markets) are optimized. •Championing and leading each new product or service development, from innovation through to successful implementation across each business function, to enable it to become a core part of the business. •Reviewing and assessing the potential to develop strategic partnerships with sector specialists. •Assessing the risks to the business of any new commercial opportunities. •Ensuring that all commercial activities meet or improve on budget, cost, volume and efficiency targets (Key Performance Indicators (KPIs)) in line with business objectives. •Liaising with relevant internal departments to ensure that customer needs are met and that customer requirements are fully communicated throughout the business

•Provide the planning and leadership to the Marketing Department by ensuring that the appropriate structures, systems, competencies and values are developed in order to meet and exceed the goals of the Marketing plan. •Assume overall responsibility for developing the annual marketing plan for the organization; for strategic market planning; market research programmes; field force activities, and control of the marketing budget. •Prepare new product marketing plans for product introductions in cooperation with senior management. •Establish a system of reports and communications for all information from the marketing team to the sales team and for feedback and request from the sales team to the marketing team. •Organize and direct marketing and strategy meetings on a regular basis whereby the strategy and promotion programmes are reviewed. •Report on marketing committee and strategy group activities to senior management colleagues. •Responsible for performance appraisal of marketing and sales managers and for providing training and development opportunities including a national sales and management training programme. •Assist the Management team in establishing pricing policies. •Ensuring that regular reviews are carried out with customers, to ensure that their needs are being met and that excellent customer service is achieved and, developing future improvements/services for the customers. •Representing the company externally e.g. at networking events, conferences and exhibitions to enhance and strengthen the company’s profile and optimize all business development opportunities. •Ensuring good relations and communications with all members of the team and responding politely and in a timely fashion to internal and external customers

•Provide input to the Brand and Product Managers in the light of new category understanding, competitor activity or changes in business group strategy to ensure marketing plans remain competitive and relevant. •Interpret European category plans and provide input enable execution of European Brand plans locally. •Implement integrated above and below the line brand plans including PR, events and sponsorship in accordance with the European brand plan. •Assist, where necessary, the local activation of new product development. •Liaise closely with European category marketing members to ensure consistency between marketing, category and customer plans. •Feedback to European Brand team any issues with the brand in the local market. •Identify innovation ideas / opportunities and feedback to European category marketing members. •Train sales team to implement and “sell” all brand programs and new product launches. •Ensure that Accounting Department requests are resolved and communicated in a timely manner to internal and external parties. •Develop long-range forecasts and maintain long-range financial plans. •Develop, maintain and monitor all fundraising and accounting systems and procedures capturing all pledges, billings and receipts and for the recording of all revenue transactions, recommend and implement improvements to systems. •Develop and manage annual budget •Oversee monthly and quarterly assessments and forecasts of organization's financial performance against budget, financial and operational goals. Oversee short and long-term financial and managerial reporting. •Improve the operational systems, processes and policies in support of organizations mission -- specifically, support better management reporting, information flow and management, business process and organizational planning

•Responsible for daily coordinating of all ERA Middle East franchise services and operations •Developing and implementing the commercial strategy for the business •Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share •Developing and maintaining an excellent understanding of the key customers/target audience to ensure that their needs are being met and that their business is retained •Managing the Franchise Services, Magazine, HR, Customer Service, Referral and Operations departments in meeting monthly goals •Developed ERA Operational system; outlined in a complete manual; detailing daily work flow and processes across all facets of operational activity •Supervising all ERA Master Country Franchise and Sub Franchise offices •Setting listings and sales targets for ERA sub franchisee offices and reviewing their progress. •Ensuring that all ERA global branding and marketing standards are met across all facets of sub franchisee and master country offices; signage, office setup, stationary, advertising and promotional material •Ensuring delivery of all property marketing tools to all ERA clients through their dealings with ERA sub franchise offices •Ensuring that all client complaints are handled efficiently and are fully resolved •Responsible for the continuing recruitment and hiring needs of ERA Middle East •Conducting staff assessments and creating succession plans and career paths for ERA staff •Developed awards program and incentives for outstanding ERA sales performance and all required awards materials and certificates •Responsible for induction and orientation for new ERA master country and sub franchisees into the ERA system; program consisting of 3-4 days Orientation seminars covering all aspects of ERA business processes and specs •Negotiating with prominent local and foreign entities ERA’s business-to-business protocol

• To be the liaison between the organization and optimize relationship between the affiliated franchises and head office in order to maximize revenues from the products and services. • To maximize revenues for the affiliated franchises by providing optimal commercial business support, thus increasing the overall profitability. • To coach the sales and marketing activities of affiliated branches and ensuring effective implementation of existing products and services. • Introduction of new franchises, including development of a training program, new member introduction and affiliation and commercial planning in co-ordination with key-liaisons. • Develop individual commercial strategies together with the company management and in conjunction with the respective directors of franchise services and electronic distribution, sales and marketing departments. • Carry out quarterly commercial business support session per franchise to evaluate the marketing outline, optimizing revenues from the six revenue drivers and monitor the marketing action planning. • Set up training schedules with the franchises in order to improve personnel's skills and knowledge on products and services. • Update the franchise on a regular basis on their financial status in order to control their debts. • Advise the franchises on our international standards by informing them on quality checks and corporate identity. Also advice the franchising on the purchasing department and other services of the company. • Liaise regularly between the marketing department and the affiliated franchises to ensure marketing activity plans are carried out and assist in developing additional activities. • Key account management and sales

• Plan & prepare the trade Marketing Business plan for the coming year with all the details of the budget. • Lead a team 7 Regional Trade Marketer distributed nation wide. • Plan all events, sampling activities, sponsorships, and visibility at the POP & in store activities. • Ensure total quality implementation of all agreed events in the most cost-effective way. • Linking Brand Manager with Sales Managers to ensure they are correctly briefed on promotions & marketing activity. • Continuous follow up and monitoring on the CSD market, in particular & the beverages market, in general, in Egypt with market share. • Conduct & implement promotional plans for new launch support. • Study & Analyze all the potential in my channelm

• Plan & prepare division’s budget for all marketing mediums handled. • Negotiate and finalize all kinds of sponsorships, outdoors, events and visibility. • Plan & Implement all events, outdoors, sampling activities, sponsorships, and visibility at the POP & in store activities. • Ensure total quality implementation of all agreed events in the most cost-effective way. • Conduct & implement promotional plans for new launch support

• In charge of STELLA, and MEISTER. • Conduct and analyze monthly sales reports for the alcoholic beverages to set monthly targets. • Continuous follow up and monitoring on the CSD market, in particular & the beverages market, in general, in Egypt. • Competitive monitoring. • Executed several Market researches for proper segmentation and hence better and more effective communication with the target groups. • Proper distribution for the allocated budget within the fiscal year. • Interdepartmental alignment with: a. The Trade and Marketing department to plan for promotions and activities in order to support the various products i.e. developing & setting up events. b. The production and the packaging department to insure high quality for the product and ways of improving packaging. c. The purchasing department for producing the various point of sale materials needed for the various brands. d. The advertising agency for developing media campaigns that would confirm with the brand’s positioning. e. The sales department for strategic direction & visibility in the trade. • Media analysis and selection of effective magazines and journals, and proper distribution for allocated Media budget through the whole year. • Planned and implemented a nation wide under the crown promotion. • Planned and implemented a nation wide promotion for the company stores

•Planned and organized several international trades show. •Organized, prepared design and decoration of ISIS booth at several international Trade fair as “Gitex 98” in Dubai, “Comdex 98” Las Vegas, USA, “CeBIT 99” Hanover, Germany, “Gitex 99” in Cairo, “Milia 99, Paris, France”, & “Gitex 99” in Dubai. •Presented the company at several business meetings with top international IT companies. •Coordinated works with international IT firms. •Planned a survey for the market and prepared a well-defined business plan. •Performed a market research in Kuwait for the distribution of an educational software package. •Performed a presentation to the minister of education and senior professors of English in Kuwait.